Nestle Nutrition District Sales Manager (Medical Sales, Pediatric Nutrition) - Atlanta in Atlanta, Georgia
Gerber Products Company dba Nestl Infant Nutrition is seeking a District Sales Manager to join our team, managing the Southwest territory (GA, NC, SC and TN).
This position is responsible for the overall strategic management of assigned medical sales channel resources (Associates, Budgets, Assets) in order to achieve the sales and market share objectives for the Nestl GERBER product portfolio, education and services.
This leadership role will drive a high level awareness and subsequent HCP recommendation and consumer endorsement of Nestl GERBER products within the medical channel through activation of the Gerber SHSH Nutrition System amongst targeted institutions (Hospitals -Term and NICU, Pediatricians, Obstetricians, , Neonatologists, Public Health Agency State WIC Clinicians). These objectives are met while embracing the Nestl Management and Leadership Principles in the development of customer relationships, employee motivation, skills and capabilities.
Responsibilities include, but are not limited to, the following:
Achieve Business Objectives
- Based on State Business /Sales Objectives, ensure the KPI s are achieved as per ICP including Hospital Business Plans (Gerber Acquired Births and Hospital Share, Start Healthy Stay Healthy "SHSH" implmentation, WIC state objectives) Strategically execute the resources available to achieve sales and market share objectives such as : Product Patient Samples, Education Programs (Local Speaker Bureau, Local Promotional, Webinars, In-Services, MyCE, Account Business Reviews), medical detailing tools and information. Ensure appropriate coordination with SPTs to achieve WIC KPIs. Provides local market strategy and oversees sales execution within the region.
Develop and lead People Acquisition, Development, Retention
Oversees the recruitment, selection, training, evaluation and optimal deployment of sales associates based on overall business objectives. Provides leadership and development for associates, effectively motivating and developing the associates on the team.
Works in conjunction with Medical Sales Leadership and HR on succession planning goals for the region.
Develop and coach associates to achieve performance objectives and provide developmental opportunities in preparation for expanded scope of responsibility. Works with associates in the field and through ongoing coaching feedback discussions.
Assists associates with the development of customer-specific strategies that achieve Maternal and Infant Nutrition s business goals.
Develop External Relationships With Customers
Ensures associates create effective relationships with State Public Health Units and WIC offices in the execution of the SHSH Nutrition system with the vision of becoming the most trusted nutrition and business partners . Enables negotiation of contracts with hospital accounts . Communicates the leadership objectives and strategies, priorities and decisions to key stakeholders (e.g. KOL s, WIC Directors, Hospital groups etc.).
Participates in conventions, seminars and other educational events to support the achievement of business goals.
Activate Integrated Commercial Planning
Actively participates in the ICP process contributing at each Step 1-6.
Leads direct reports to develop annual target build for customers.
Oversees and validates annual customer attributes.
Leads the Sales Execution of the Medical Sales business drivers: PNR Activity, Clinical Evidence Based Selling, Industry Factors, Hospital Environment.
REQUIREMENTS AND MINIMUM EDUCATION LEVEL:
Bachelor's Degree Required.
4-6 years of relevant experience in the Healthcare industry required, in addition it is preferred to have held leadership roles in training and/or strategic account management.
3-5 years of proven experience in leading a Sales Team required.
Basic minimum work schedule: Monday Friday, 40 hours per week with additional hours as necessary
Must be able to travel up to 70% of total time in field with representatives and to corporate office
Some evenings and weekends will be required to attend educational programs such as professional conventions, Local Speaker Bureau Events, and Local Promotional Events.
The Nestl Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.
Category: Sales, Nestle Nutrition, Management